Opportunity Management Strategies
Tools for Managing Large and Complex Sales Opportunities
Opportunity Management Strategies
Tools for Managing Large and Complex Sales Opportunities
Did you know that 68% of B2B customers stop doing business due to perceived indifference? Relationship building and maintenance can literally make or break your business.
Description
You will learn what the main tools and frameworks are for managing large-scale opportunities in today’s B2B landscape. Say goodbye to one-size-fits-all approaches and hello to a customizable toolkit that empowers you to conquer any sales challenge.
Comprehensive Overview: Familiarise yourself with the industry’s leading frameworks and tools for managing large and complex sales opportunities.
Pick-and-Mix Customization: Your business is unique, and your sales strategy should be too. Select the tools that align with your specific needs and circumstances.
Targeted Learning: Designed explicitly for decision-makers, sales professionals, and aspiring entrepreneurs committed to mastering the art of high-stakes sales.
By the completion of this course, you will have a set of frameworks and tools that will enable you to redesign your own sales processes.
Description
You will learn what the main tools and frameworks are for managing large-scale opportunities in today’s B2B landscape. Say goodbye to one-size-fits-all approaches and hello to a customizable toolkit that empowers you to conquer any sales challenge.
Comprehensive Overview: Familiarise yourself with the industry’s leading frameworks and tools for managing large and complex sales opportunities.
Pick-and-Mix Customization: Your business is unique, and your sales strategy should be too. Select the tools that align with your specific needs and circumstances.
Targeted Learning: Designed explicitly for decision-makers, sales professionals, and aspiring entrepreneurs committed to mastering the art of high-stakes sales.
By the completion of this course, you will have a set of frameworks and tools that will enable you to redesign your own sales processes.
Outline
Part 1 – Decoding Customer Buying Behaviour: Dive deep into the journey B2B customers embark upon while making purchasing decisions.
Part 2 – The Art Need Creation: Master the techniques to proactively trigger your customer’s need for your solution.
Part 3 – Strategic Positioning: Discover how to craft a compelling value proposition that heightens your customer’s perception of value.
Part 4 – Effective Qualification: Explore various qualification methodologies, understanding their application across diverse sales scenarios.
Part 5 – Competitive Edge Analysis: Conduct a thorough competitive analysis to refine and enhance your go-to-market strategy.
Part 6 – Navigating the Decision-Making Unit: Unearth tactics to identify key stakeholders and strategies to increase your odds of closing the deal.
Part 7 – Mastering Pricing & Influence: Uncover the psychology behind pricing and learn strategic ways to tip the decision-making scales in your favour.
Outcome
By the end of the course, you will be able to:
– select the most appropriate tools and methods to best manage your sales opportunities
– apply the models/tools to your own sales opportunities
Duration & Format
Duration: 1 day
Available in : class room and online
Outcome
By the end of the course, you will be able to:
– select the most appropriate tools and methods to best manage your sales opportunities
– apply the models/tools to your own sales opportunities